Sales Manager - Panel Builders Channel Of East 1 China Regio

ABB ELDS Sales Strategy Leader

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This position reports to: Business Manager - Commercial & Operations

Overall Summary

Define, plan and lead the sales strategy for ABB ELDS products, systems and digital solutions within Panel Builder (PB) segments across East 1 China Region (Shanghai, Zhejiang, Fujian). Secure sustainable order growth, revenue, margin expansion and market share by penetrating local and segment related PBs. Build, coach and deploy a high-performing PB sales team (technical sales, channel reps) to exceed quantitative and qualitative targets while ensuring first-class customer experience and ABB compliance standards.

Key Roles & Responsibilities

Strategy & Target Setting

- Translate China PB business plan into a measurable East 1 China sales roadmap with clear FY/SFY order intake, revenue, margin and share ambitions.

- Establish KPI tree (pipeline, hit-rate, CRM health, funnel velocity, price realization) and dashboards; review weekly & monthly.

Demand Generation & Opportunity Conversion

- Identify and prioritize high-value projects and MRO spend within target end-users; map economic buyers & technical influencers.

- Lead front-end specification work with design institutes & EPCs to lock ABB ELDS into tender documents.

- Drive systematic account penetration plans for Top-50 PB customers in region; secure frame agreements / LTAs with multi-site customers.

Channel & Partner Management

- Select, contract and coach distributors/system integrators that possess PB domain competence and cover secondary cities / remote plants.

- Jointly build channel business plans, set quarterly sell-out targets and conduct quarterly QBRs.

Sales Force Excellence & Development

- Recruit, coach and retain PB-focused sales talent; run 1-on-1 coaching, quarterly field-ride-alongs and annual capability assessment.

Risk & Compliance

- Monitor customer financial health (D&B, credit insurance) and project milestone payments; trigger early-warning process when needed.

- Embed ABB Code of Conduct and ELDS cybersecurity requirements in all commercial engagements.

Leadership & Behaviors

- Integrity: Zero tolerance for shortcuts; role-model ABB core values.

- Customer-centricity: Deep curiosity about customer production processes & pain-points; brings insights back to shape ABB offers.

- Result orientation: Persistent drive to "own the number"; converts data into decisive action quickly.

- Collaboration: Breaks silos-works seamlessly with PL, Operations, Service, Finance and external partners to speed up customer outcomes.

- Talent Builder: Grows successors; provides candid feedback and creates psychological safety for innovation.

Qualifications

- Bachelor or above, majoring in Electrical Engineering or related is preferred.

- At least 8 years' working experience in sales for PB, good understanding of the market of East 1 China Region (Shanghai, Zhejiang, Fujian).

- At least 3 years' people management experience.

- Domain know-how and application know-how of MV Switchgears/Components.

- Familiar with purchasing behavior of PB customers, value-based selling & captured team selling capabilities are preferred.

- Team spirit and good communication skills.

- Good command in English.